©RGI 2010 Redmond Group, Inc., 43 Frost Circle, Middletown, NJ Insurance Agency Sales Process Goals, Targets, Contact Strategy Sales Call / Contact Reluctance Prospect Contact Qualification Proposal, Presentation, Close Exceptional Client Service;…Account Rounding, Referral Generation, Renewal Reviews, Coverage Upgrades, Up-Sell, Cross Sell…

©RGI 2010 Redmond Group, Inc., 43 Frost Circle, Middletown, NJ Insurance Agency Sales Process Agency Sales & Profit Goals Agency Sales & Profit Goals Target Prospects Target Prospects Target Account Research / Verify Target Account Research / Verify Establish Contact Strategy Establish Contact Strategy

©RGI 2010 Redmond Group, Inc., 43 Frost Circle, Middletown, NJ Insurance Agency Sales Process Agency Sales & Profit Goals Agency Sales & Profit Goals Target Prospects Target Prospects Target Account Research / Verify Target Account Research / Verify Establish Contact Strategy Establish Contact Strategy Establish Appointment Aim & Rehearse Establish Appointment Aim & Rehearse Make Appointment Make Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance

©RGI 2010 Redmond Group, Inc., 43 Frost Circle, Middletown, NJ Insurance Agency Sales Process Agency Sales & Profit Goals Agency Sales & Profit Goals Target Accounts Target Accounts Target Account Research / Verify Target Account Research / Verify Establish Contact Strategy Establish Contact Strategy Establish Appointment Aim & Rehearse Establish Appointment Aim & Rehearse Make Appointment Make Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Is There an Opportunity? Is There an Opportunity? N N Y Y Qualified Opportunity? Qualified Opportunity? N N Y Y What will Qualify the Account ? Determine Prospect’s Objectives, Timetable, etc. Determine Prospect’s Objectives, Timetable, etc. Choose Account Team, Set Strategy & Program Design Choose Account Team, Set Strategy & Program Design Requalify Account ! Requalify Account ! Specifications to U / W Specifications to U / W Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance

©RGI 2010 Redmond Group, Inc., 43 Frost Circle, Middletown, NJ Insurance Agency Sales Process Agency Sales & Profit Goals Agency Sales & Profit Goals Target Accounts Target Accounts Target Account Research Target Account Research Establish Contact Strategy Establish Contact Strategy Make Appointment Make Appointment Execute Contact Strategy Continuously Execute Contact Strategy Continuously Establish Appointment Aim & Rehearse Establish Appointment Aim & Rehearse Telephone Call Telephone Call Is There an Opportunity? Is There an Opportunity? N N Qualified Opportunity? Qualified Opportunity? Determine Prospect’s Objectives, Timetable, etc. Determine Prospect’s Objectives, Timetable, etc. N N Y Y Y Y What will Qualify the Account ? What will Qualify the Account ? Choose Account Team, Set Strategy & Program Design Choose Account Team, Set Strategy & Program Design Requalify Account ! Requalify Account ! Specifications to U / W Specifications to U / W Proposal & Presentation Preparation Proposal & Presentation Preparation Proposal Delivery Proposal Delivery Presentation to Prospect Presentation to Prospect Prospect Delays Decision !! Prospect Delays Decision !! Agency & U / W Service Delivery Agency & U / W Service Delivery Presentation Rehearsal Presentation Rehearsal Bill Premium $ Bill Premium $ Prospect Decision Prospect Decision Q & A Clarification 2nd Presentation Q & A Clarification 2nd Presentation N N Y Y Collect $ Commissions Collect $ Commissions Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance